Head of Business Development, AI in Aviation

About the role:

AI is reshaping aviation; and zeroG is at the core of it. We are the AI experts of Lufthansa Group and build human-centric data and AI solutions that are solving problems that affect millions of passengers and some of the most complex operations in the worldWe have strong technical capabilities, a growing reputation, and real results across the Lufthansa Group and beyond – now we need the right person to design and drive it forward.We're looking for a commercially sharp, people-driven leader who's equally at home coaching a team and closing a deal: someone who knows that great business development is as much about relationships and trust as it is about revenue.

You'll be the face, the engine, and the architect of how zeroG grows: deepening our position inside the Lufthansa Group, pushing us into new external markets, and winning the projects that push our people and our solutions forward.

What you will be doing:

Build and Lead the Business Development Hub

• Take our existing Business Development foundation and turn it into a Go-to-Market approach that consistently delivers: clear, scalable, and built to grow.Coach and develop your team with honest feedback, structured processes, and high standards. Partially onsite presence is a must.

Own Our Position Inside the Lufthansa Group

• Use your network to position zeroG as the AI driver of the Group, surface opportunities early, and convert internal relationships into long-term engagements.
• Work closely with GX, GT, LHIND and LSYto create long-term strategies and approaches for data and AI solutions across Group

Drive External Market Growth

• Identify and win new clients across aviation, airports, logistics, and beyond, and represent zeroG at industry events with energy and credibility.
• Define and deliver against clear KPIs for market growth and positioning, new client wins, expansion into target industries, and pipeline value.

Build Strategic Partnerships

• Identify and cultivate relationships with tech partners, delivery partners, and funding bodies to unlock external resources — co-funding, joint ventures, or delivery capacity; that accelerate zeroG's growth beyond what we could build alone.
• Structure partnership agreements that align incentives and create genuine mutual value, not just transactional wins.

Lead the Full Sales Cycle

• Own complex, consultative engagements from first contact to signed contract, collaborating with internal experts to shape solutions that genuinely fit customer needs.
• Craft compelling proposals and business cases, with clear budget plans and sharp value articulation, that convince both business managers and procurement.
• Use data storytelling, negotiation, and value proposition design to move opportunities forward and close six-figure deals.

Align Business Development with Delivery & Strategy

• Ensure close alignment with Delivery throughout the sales process, with shared ownership of opportunity qualification, project scoping, and resource planning.
• Act as the bridge between pipeline growth and team allocation, co-owning stage-gates to ensure sustainable and successful project delivery.
• Drive cross-hub collaboration with Strategy and other hubs, ensuring internal stakeholders are aligned early and BD initiatives are coordinated across the organization.

What skills should you have:

• Commercial Leadership 10+ years in business development or strategic partnerships, with a proven track record closing large B2B deals in data, AI, or tech consulting. You've scaled a sales organization, grown a pipeline, and know the difference between activity and impact.

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• A Network That Opens Doors - Real relationships inside the Lufthansa Group or broader aviation industry that you know how to activate. A strong grasp of the aviation market is a genuine plus; logistics and supply chain experience even more so.
• Builder's Mindset - You write the playbook, you don't follow one. You see what's missing, design something that works, and bring others along without overcomplicating it.
• People-First Leadership - You lead with warmth and hold high standards. Your team feels trusted, coached, and clear on where they're going.
• Communicator Across Levels - From data engineers to airline executives to procurement leads, you read the room and make your point land. Fluent in English; additional languages welcome. Willingness to travel is a must.
• Representation and travel.
• AI Fluency - Ability to speak credibly about data and AI solutions GenAI, computer vision, NLP)

A few notes

• We don't expect you to tick every box. If this speaks to you, let's talk.
• We care more about how you think, lead, and build than about what your job title was before.
• This is a role with real scope - and genuine room to shape it as zeroG grows.

About us

zeroG was founded in 2015, as a spin-off from Lufthansa Systems. The goal was to set up a team of bright people – fluent in data & analytics and human-centered, agile work – and let them do their magic in improving aviation.

Throughout our history, we’ve supported the Lufthansa Group in their digital transformation journey and created the intelligent edge around Lufthansa Systems products, like NetLine/Ops++ and NetLine/Plan.

Today, we’re continuing our own journey in attracting OAL business, offering our expertise in improving business processes and developing cutting-edge data science applications and products. We deliver human-centered, end-to-end data science solutions, that help our clients eliminate cost, boost productivity and discover new business potentials.

Why you'll love working with us:

• Take initiative and watch your contributions drive real change in our dynamic environment.
• We prioritize creativity, open dialogue, and teamwork over rigid structures, ensuring every voice is heard.
• Work alongside an international team of top-notch data specialists who are passionate about creating innovative and elegant solutions with clients from all corners of the world.
• Take advantage of abundant learning opportunities for growth, supported by a yearly training budget, to help you develop new skills and advance your career.
• Enjoy a work environment that respects your work-life balance, offering flexibility and the option to work from home and the office as it suits you.
• If you're moving to Germany, our comprehensive relocation package ensures a smooth transition, helping you feel at home from day one.
• As part of the Lufthansa Group family, you'll benefit from discounted flight tickets from Lufthansa and partner airlines that make exploring the world easier and more flexible.

Read more about zeroG, our culture, and tips for the recruitment process at https://www.zerog.aero/career.